A multi‐method investigation of consumer motivations in impulse buying behavior
Top Cited Papers
- 1 September 2000
- journal article
- research article
- Published by Emerald Publishing in Journal of Consumer Marketing
- Vol. 17 (5) , 403-426
- https://doi.org/10.1108/07363760010341045
Abstract
This study used both qualitative and quantitative data to test hypotheses related to consumers’ motivations to engage in impulse buying. A grounded theory approach was used to develop hypotheses from in‐depth interviews. These hypotheses were tested by the collection and analysis of survey data. Data support the theory that impulse buying is a common method of product selection, in part, because the shopping act and impulsive product selection provide hedonic rewards. Further information‐processing overload confounds product selection, reinforcing the rewards to be obtained from alternative section heuristics, like impulse buying.Keywords
This publication has 20 references indexed in Scilit:
- The Effect of Information Overload on the Innovation Choice ProcessJournal of Consumer Marketing, 1994
- Impulse Buying Behavior of Apparel PurchasersClothing and Textiles Research Journal, 1991
- Compulsive consumption and credit abuseJournal of Consumer Policy, 1988
- Picture-Word Consistency and the Elaborative Processing of AdvertisementsJournal of Marketing Research, 1987
- The Experiential Aspects of Consumption: Consumer Fantasies, Feelings, and FunJournal of Consumer Research, 1982
- Innovativeness, Novelty Seeking, and Consumer CreativityJournal of Consumer Research, 1980
- A Paradigm for Developing Better Measures of Marketing ConstructsJournal of Marketing Research, 1979
- Deferred Gratification and Social ClassThe Journal of Social Psychology, 1976
- Specious reward: A behavioral theory of impulsiveness and impulse control.Psychological Bulletin, 1975
- Customer Impulse Purchasing BehaviorJournal of Marketing Research, 1967